In this episode of The Lawn Care Grow Show, host Mark Lamberth talks with John Mikes of Gateway Lawn & Landscape Inc. in Edwardsville, Illinois about what three decades in the green industry teach you about growth, route density, and quality of life. John shares how his company now runs focused commercial mowing routes alongside commercial and residential landscape install and maintenance crews—including patios, walls, and boulder work—within a tight 20‑mile radius east of St. Louis so windshield time doesn’t eat profits. He explains why about 75% of their work is commercial, why residential landscapes still get extra time and attention (with no money down until the homeowner is happy at the final walkthrough), and how his wife’s “personal gardener” service keeps long‑time clients’ beds and plantings looking like park‑like retreats. You’ll also hear why he intentionally downsized from 25 employees back to a small, long‑tenured team, how “learning to say no” to the wrong properties protects routes and margins, and his advice to new operators: in the beginning, you have to hustle—knock doors, hang flyers, and be hungry.

What you’ll learn on this episode:

• How Gateway Lawn & Landscape structures its crews for commercial mowing plus commercial and residential landscaping
• Why John keeps his service area to roughly 20 miles to protect route density and reduce unprofitable windshield time
• The reasoning behind a 75% commercial / 25% residential mix—and why residential landscape installs still get white‑glove treatment
• How a “no money up front, pay when you’re happy” policy builds homeowner trust on landscape projects
• Why John intentionally shrank from 25+ employees back to a small, stable team and what that did for his quality of life
• How he’s retained key team members for 8–15+ years by taking care of his people so they’ll take care of the customers
• The importance of saying “no” to jobs that don’t fit your routes, crew capacity, or business model
• John’s playbook for getting your first accounts in 2026: door knocking, door hangers, and old‑fashioned hustle to land customers who stay for decades